{"id":85719,"date":"2026-07-13T07:00:00","date_gmt":"2026-07-13T14:00:00","guid":{"rendered":"https:\/\/dhblog.dream.press\/blog\/?p=85719"},"modified":"2026-07-13T07:00:11","modified_gmt":"2026-07-13T14:00:11","slug":"build-sales-pipeline-agency","status":"publish","type":"post","link":"https:\/\/www.dreamhost.com\/blog\/build-sales-pipeline-agency\/","title":{"rendered":"How To Build A Sales Pipeline For Your Growing Agency"},"content":{"rendered":"<div class=\"tldr-block\" style=\"display: none;\">\n\t<div class=\"svg\">\n\t\t<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 119.25 37.8\">\n\t<g>\n\t\t<g>\n\t\t\t<path fill=\"#ffffff\" d=\"M23.4,6.93h-8.1v24.57h-7.2V6.93H0V0h23.4v6.93Z\" \/>\n\t\t\t<path fill=\"#ffffff\" d=\"M45,24.57v6.93h-18.45V0h7.2v24.57h11.25Z\" \/>\n\t\t\t<path fill=\"#ffffff\"\n\t\t\t\td=\"M90.9,15.75c0,8.91-6.61,15.75-15.3,15.75h-12.6V0h12.6c8.68,0,15.3,6.84,15.3,15.75ZM83.97,15.75c0-5.4-3.42-8.82-8.37-8.82h-5.4v17.64h5.4c4.95,0,8.37-3.42,8.37-8.82Z\" \/>\n\t\t\t<path fill=\"#ffffff\"\n\t\t\t\td=\"M105.57,21.15h-3.42v10.35h-7.2V0h12.6c5.98,0,10.8,4.81,10.8,10.8,0,3.87-2.34,7.38-5.81,9.13l6.71,11.56h-7.74l-5.94-10.35ZM102.15,14.85h5.4c1.98,0,3.6-1.75,3.6-4.05s-1.62-4.05-3.6-4.05h-5.4v8.1Z\" \/>\n\t\t<\/g>\n\t\t<path\n\t\t\tfill=\"#0173ec\"\n\t\t\td=\"M53.97,37.8h-5.4l1.8-13.27h7.2l-3.6,13.27ZM49.02,12.55c0-2.34,1.93-4.27,4.27-4.27s4.27,1.94,4.27,4.27-1.93,4.27-4.27,4.27-4.27-1.94-4.27-4.27Z\"\n\t\t \/>\n\t<\/g>\n<\/svg>\n\t<\/div>\n\t<div class=\"tldr-wrap\">\n\t\t\n\n<p class=\"wp-block-paragraph\">Referrals are valuable, but they shouldn&#8217;t be the only thing keeping your agency alive. As you move from freelancer to agency owner, your sales process needs to shift from selling your personal talent to selling the outcome <strong>your team<\/strong> can deliver.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Most early agencies need a mix of short-term and long-term lead sources, including referrals, cold outreach, partnerships, events, content marketing, and SEO.<\/p>\n\n\n\t<\/div>\n<\/div>\n\n\n<p class=\"wp-block-paragraph\">Referrals are great \u2014 until they&#8217;re not. If you&#8217;ve ever operated a business that depended on them, you know they can be just as fickle as summer weather.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Some months, they roll in like a warm front. Former clients send friends, a past coworker refers an associate, and someone&#8217;s business partner says, &#8220;I know a person.&#8221; You&#8217;re booked and busy.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Other months? Nothing. Just you and your empty calendar, left out in the cold.<\/p>\n\n\n\n<div style=\"width:100%;height:0;padding-bottom:55%;position:relative;\"><iframe data-src=\"https:\/\/giphy.com\/embed\/xUOwGoV4fmBd0fiyGI\" width=\"100%\" height=\"100%\" style=\"position:absolute\" frameBorder=\"0\" class=\"giphy-embed lazyload\" allowFullScreen src=\"about:blank\" data-load-mode=\"0\"><\/iframe><\/div><p><a href=\"https:\/\/giphy.com\/gifs\/groundhog-day-xUOwGoV4fmBd0fiyGI\">via GIPHY<\/a><\/p>\n\n\n\n<p class=\"wp-block-paragraph\">That&#8217;s the danger of building an agency on relationships alone. Referrals are high-trust, high-quality, and often your best <a target=\"_blank\" href=\"https:\/\/www.dreamhost.com\/glossary\/seo\/lead\/\">leads<\/a>. They&#8217;re also unpredictable. You can encourage them, ask for them, and do excellent work that makes them more likely, but you can&#8217;t fully control when you get them.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Freelancers can sometimes survive on that rhythm because the business only has to feed one person, but agencies, with their higher overhead, need more stability. Once you have employees, contractors, project managers, and software costs, you need to get strategic about your pipeline.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">That doesn&#8217;t mean you have to abandon referrals. You just need a more robust sales system so your agency has multiple ways to find, close, and retain clients. Here&#8217;s how to build it.<\/p>\n\n\n\n<h2 id=\"h-transitioning-from-freelancer-sales\" class=\"wp-block-heading\">Transitioning from Freelancer Sales<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">When transitioning from freelancer to agency, referrals will probably remain your best lead source for years. But you <em>will<\/em> need additional channels so referrals aren&#8217;t the only thing keeping the lights on.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">That requires you to stop selling yourself and start selling outcomes. As a freelancer, clients buy you. As an agency, they buy the result your team delivers. That means your sales system needs to do more than showcase your talent. It needs to communicate:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Who you help<\/li>\n\n\n\n<li>What problem you solve<\/li>\n\n\n\n<li>What results clients can expect<\/li>\n\n\n\n<li>How your process works<\/li>\n\n\n\n<li>Why your team can deliver consistently<\/li>\n\n\n\n<li>What makes your approach different<\/li>\n\n\n\n<li>What happens after someone says yes<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Your sales materials, case studies, and pitch all need to emphasize what clients get, not who does the work.<\/strong><\/p>\n\n\n<div class=\"single__related-article\">\n\t<span>Related Article<\/span>\n\t<div class=\"single__related-article__wrap\">\n\t\t<div class=\"single__related-article__title\">\n\t\t\tHow To Position Your Agency So Clients Know Exactly Why To Hire You\n\t\t<\/div>\n\t\t<a href=\"https:\/\/www.dreamhost.com\/blog\/how-to-position-your-agency\/\" class=\"btn btn--sm btn--brand\" target=\"_blank\" rel=\"noopener\">\n\t\t\tRead More\n\t\t<\/a>\n\t<\/div>\n<\/div>\n\n\n<h3 id=\"h-outbound-vs-inbound-strategies\" class=\"wp-block-heading\">Outbound vs. Inbound Strategies<\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">Early agencies usually need both outbound and inbound sales.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Outbound is the short game: cold email, LinkedIn outreach, partnerships, and conferences. It may achieve faster results, but requires a higher tolerance for rejection. Good outbound is specific, relevant, and brief.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Inbound is the long game: content marketing, SEO, speaking at events. It builds authority and generates warm leads, but takes months to produce results.<\/p>\n\n\n\n<figure class=\"wp-block-table\"><table class=\"has-fixed-layout\"><tbody><tr><td><strong>Strategy<\/strong><\/td><td><strong>Time To Results<\/strong><\/td><td><strong>Best For<\/strong><\/td><td><strong>Common Mistake<\/strong><\/td><\/tr><tr><td>Referrals<\/td><td>Ongoing<\/td><td>High-quality, warm leads<\/td><td>No structure \u2014 relying on luck instead of asking<\/td><\/tr><tr><td>Cold outreach<\/td><td>1-3 months<\/td><td>Filling pipeline gaps, targeting ideal clients<\/td><td>Generic messaging that gets ignored<\/td><\/tr><tr><td>Strategic partnerships<\/td><td>2-4 months<\/td><td>Complementary service cross-referrals<\/td><td>Vague agreements with no follow-through<\/td><\/tr><tr><td>Events and conferences<\/td><td>3-6 months<\/td><td>Credibility, network building<\/td><td>Choosing visibility over relevance<\/td><\/tr><tr><td>Content marketing and SEO<\/td><td>6-12 months<\/td><td>Steady lead flow, authority building<\/td><td>Inconsistency \u2014 publishing fades when you get busy<br><\/td><\/tr><\/tbody><\/table><\/figure>\n\n\n\n<figure class=\"wp-block-image size-full\"><img decoding=\"async\" width=\"1836\" height=\"1251\" data-src=\"https:\/\/www.dreamhost.com\/blog\/wp-content\/uploads\/2026\/07\/06-Not-All-Leads-Arrive-on-the-Same-Schedule.webp\" alt=\"Timeline showing when different lead sources typically generate qualified leads, spanning one to twelve months.\" class=\"wp-image-85607 lazyload\" data-srcset=\"https:\/\/www.dreamhost.com\/blog\/wp-content\/uploads\/2026\/07\/06-Not-All-Leads-Arrive-on-the-Same-Schedule.webp 1836w, https:\/\/www.dreamhost.com\/blog\/wp-content\/uploads\/2026\/07\/06-Not-All-Leads-Arrive-on-the-Same-Schedule-300x204.webp 300w, https:\/\/www.dreamhost.com\/blog\/wp-content\/uploads\/2026\/07\/06-Not-All-Leads-Arrive-on-the-Same-Schedule-1024x698.webp 1024w, https:\/\/www.dreamhost.com\/blog\/wp-content\/uploads\/2026\/07\/06-Not-All-Leads-Arrive-on-the-Same-Schedule-768x523.webp 768w, https:\/\/www.dreamhost.com\/blog\/wp-content\/uploads\/2026\/07\/06-Not-All-Leads-Arrive-on-the-Same-Schedule-1536x1047.webp 1536w, https:\/\/www.dreamhost.com\/blog\/wp-content\/uploads\/2026\/07\/06-Not-All-Leads-Arrive-on-the-Same-Schedule-600x409.webp 600w, https:\/\/www.dreamhost.com\/blog\/wp-content\/uploads\/2026\/07\/06-Not-All-Leads-Arrive-on-the-Same-Schedule-1200x818.webp 1200w, https:\/\/www.dreamhost.com\/blog\/wp-content\/uploads\/2026\/07\/06-Not-All-Leads-Arrive-on-the-Same-Schedule-730x497.webp 730w, https:\/\/www.dreamhost.com\/blog\/wp-content\/uploads\/2026\/07\/06-Not-All-Leads-Arrive-on-the-Same-Schedule-1460x995.webp 1460w, https:\/\/www.dreamhost.com\/blog\/wp-content\/uploads\/2026\/07\/06-Not-All-Leads-Arrive-on-the-Same-Schedule-784x534.webp 784w, https:\/\/www.dreamhost.com\/blog\/wp-content\/uploads\/2026\/07\/06-Not-All-Leads-Arrive-on-the-Same-Schedule-1568x1068.webp 1568w, https:\/\/www.dreamhost.com\/blog\/wp-content\/uploads\/2026\/07\/06-Not-All-Leads-Arrive-on-the-Same-Schedule-877x598.webp 877w, https:\/\/www.dreamhost.com\/blog\/wp-content\/uploads\/2026\/07\/06-Not-All-Leads-Arrive-on-the-Same-Schedule-1754x1195.webp 1754w\" data-sizes=\"(max-width: 1836px) 100vw, 1836px\" src=\"data:image\/svg+xml;base64,PHN2ZyB3aWR0aD0iMSIgaGVpZ2h0PSIxIiB4bWxucz0iaHR0cDovL3d3dy53My5vcmcvMjAwMC9zdmciPjwvc3ZnPg==\" style=\"--smush-placeholder-width: 1836px; --smush-placeholder-aspect-ratio: 1836\/1251;\" \/><\/figure>\n\n\n\n<p class=\"wp-block-paragraph\">Rather than dabbling in everything, it&#8217;s best to pick one or two channels and be consistent. Play to your strengths \u2014 if you&#8217;re a good writer, <a href=\"https:\/\/www.dreamhost.com\/blog\/content-storytelling\/\" target=\"_blank\">lean into content<\/a>. If you&#8217;re a natural connector, build partnerships. And remember you can always <a href=\"https:\/\/www.dreamhost.com\/blog\/youtube-marketing\/\" target=\"_blank\">build more channels<\/a> as you grow.<\/p>\n\n\n\n<div class=\"article-newsletter article-newsletter--gradient\">\n\n\n<h2>Get Content Delivered Straight to Your Inbox<\/h2><p>Subscribe now to receive all the latest updates, delivered directly to your inbox.<\/p><form class=\"nwsl-form\" id=\"newsletter_block_\" novalidate><div class=\"messages\"><\/div><div class=\"form-group\"><label for=\"input_newsletter_block_\"><input type=\"email\"name=\"email\"id=\"input_newsletter_block_\"placeholder=\"Enter your email address\"novalidatedisabled=\"disabled\"\/><\/label><button type=\"submit\"class=\"btn btn--brand\"disabled=\"disabled\"><span>Sign Me Up!<\/span><svg width=\"21\" height=\"14\" viewBox=\"0 0 21 14\" fill=\"none\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\">\n<path d=\"M13.8523 0.42524L12.9323 1.34521C12.7095 1.56801 12.7132 1.9304 12.9404 2.14865L16.7241 5.7823H0.5625C0.251859 5.7823 0 6.03416 0 6.3448V7.6573C0 7.96794 0.251859 8.2198 0.5625 8.2198H16.7241L12.9405 11.8535C12.7132 12.0717 12.7095 12.4341 12.9323 12.6569L13.8523 13.5769C14.072 13.7965 14.4281 13.7965 14.6478 13.5769L20.8259 7.39879C21.0456 7.17913 21.0456 6.82298 20.8259 6.60327L14.6477 0.42524C14.4281 0.205584 14.0719 0.205584 13.8523 0.42524Z\" fill=\"white\"\/>\n<\/svg>\n<\/button><\/div><\/form><\/div>\n\n\n<h2 id=\"h-proposal-and-closing-processes\" class=\"wp-block-heading\">Proposal and Closing Processes<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">By the time a prospect receives a proposal, they should already understand the problem, the recommended approach, the investment, and what happens next. The proposal confirms the conversation and acts as a decision tool.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">A strong agency proposal includes:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Client context<\/li>\n\n\n\n<li>Problem summary<\/li>\n\n\n\n<li>Recommended solution<\/li>\n\n\n\n<li>Scope of work<\/li>\n\n\n\n<li>Timeline<\/li>\n\n\n\n<li>Deliverables<\/li>\n\n\n\n<li>Investment<\/li>\n\n\n\n<li>Assumptions and exclusions<\/li>\n\n\n\n<li>Team roles<\/li>\n\n\n\n<li>Approval process<\/li>\n\n\n\n<li>Next steps<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\">Don&#8217;t just send the proposal and wait. Build a defined follow-up sequence. Walk through it on a call and follow up in 48 hours or so to address any concerns.<\/p>\n\n\n\n<h2 id=\"h-sales-team-development\" class=\"wp-block-heading\">Sales Team Development<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">You don&#8217;t need a salesperson before you have a repeatable sales process \u2014 they can&#8217;t fix unclear positioning, a weak offer, inconsistent pricing, or a founder who hasn\u2019t gotten comfortable selling.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Before you&#8217;re ready to delegate sales, you need to document:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Your ideal client profile<\/li>\n\n\n\n<li>Common pain points<\/li>\n\n\n\n<li>Qualification questions for your ideal clients<\/li>\n\n\n\n<li>Discovery call structure<\/li>\n\n\n\n<li>Pricing logic<\/li>\n\n\n\n<li>Proposal templates<\/li>\n\n\n\n<li>Responses to objections<\/li>\n\n\n\n<li>Follow-up cadence<\/li>\n\n\n\n<li>Red flags<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\">Build a sales playbook even if you&#8217;re the only one using it. That way, it&#8217;ll be ready when you need to hire and train a sales team.<\/p>\n\n\n\n<h3 id=\"h-build-out-and-document-your-sales-pipeline\" class=\"wp-block-heading\">Build Out and Document Your Sales Pipeline<\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">These steps will help you create three practical sales assets you can use now and hand off later if you decide to build a sales team.<\/p>\n\n\n\n<ol class=\"wp-block-list\">\n<li><strong>Audit your lead sources: <\/strong>List every client project from the past 12 months. For each one:\n<ul class=\"wp-block-list\">\n<li>Record the client name, how they originally found you, and the total project value.<\/li>\n\n\n\n<li>Sort by source.&nbsp;<\/li>\n\n\n\n<li>Add up the revenue that came from referrals and word of mouth, then calculate that as a percentage of your total.&nbsp;<\/li>\n\n\n\n<li>If referrals account for the majority of your revenue, your entire business depends on a channel you can&#8217;t control or predict. Let&#8217;s work on that.<\/li>\n<\/ul>\n<\/li>\n\n\n\n<li><strong>Build a one-channel, 90-day plan: <\/strong>Choose a single non-referral channel to test. For the channel you chose, write out four specific weekly tasks and one leading metric you can start tracking in the first month. Set a minimum threshold for that metric. If you haven&#8217;t hit it by day 90, you&#8217;ll stop and try a different channel.<\/li>\n\n\n\n<li><strong>Create a reusable proposal template: <\/strong>In a blank document, build the skeleton:\n<ul class=\"wp-block-list\">\n<li>Client context<\/li>\n\n\n\n<li>Problem summary<\/li>\n\n\n\n<li>Recommended solution<\/li>\n\n\n\n<li>Scope of work, timeline<\/li>\n\n\n\n<li>Deliverables<\/li>\n\n\n\n<li>Next steps<\/li>\n<\/ul>\n<\/li>\n<\/ol>\n\n\n\n<p class=\"wp-block-paragraph\">Now fill in everything that stays the same across clients: your standard terms, processes, etc. For the parts that change per prospect, leave bracketed placeholders like [client&#8217;s core challenge] and [proposed timeline].<\/p>\n\n\n\n<figure class=\"wp-block-image size-full\"><img decoding=\"async\" width=\"1836\" height=\"1227\" data-src=\"https:\/\/www.dreamhost.com\/blog\/wp-content\/uploads\/2026\/07\/07-If-Referrals-Dry-Up-What_s-Left_.webp\" alt=\"Comparison of lead source mix showing healthy diversification versus dangerous over-reliance on referrals.\" class=\"wp-image-85608 lazyload\" data-srcset=\"https:\/\/www.dreamhost.com\/blog\/wp-content\/uploads\/2026\/07\/07-If-Referrals-Dry-Up-What_s-Left_.webp 1836w, https:\/\/www.dreamhost.com\/blog\/wp-content\/uploads\/2026\/07\/07-If-Referrals-Dry-Up-What_s-Left_-300x200.webp 300w, https:\/\/www.dreamhost.com\/blog\/wp-content\/uploads\/2026\/07\/07-If-Referrals-Dry-Up-What_s-Left_-1024x684.webp 1024w, https:\/\/www.dreamhost.com\/blog\/wp-content\/uploads\/2026\/07\/07-If-Referrals-Dry-Up-What_s-Left_-768x513.webp 768w, https:\/\/www.dreamhost.com\/blog\/wp-content\/uploads\/2026\/07\/07-If-Referrals-Dry-Up-What_s-Left_-1536x1027.webp 1536w, https:\/\/www.dreamhost.com\/blog\/wp-content\/uploads\/2026\/07\/07-If-Referrals-Dry-Up-What_s-Left_-600x401.webp 600w, https:\/\/www.dreamhost.com\/blog\/wp-content\/uploads\/2026\/07\/07-If-Referrals-Dry-Up-What_s-Left_-1200x802.webp 1200w, https:\/\/www.dreamhost.com\/blog\/wp-content\/uploads\/2026\/07\/07-If-Referrals-Dry-Up-What_s-Left_-730x488.webp 730w, https:\/\/www.dreamhost.com\/blog\/wp-content\/uploads\/2026\/07\/07-If-Referrals-Dry-Up-What_s-Left_-1460x976.webp 1460w, https:\/\/www.dreamhost.com\/blog\/wp-content\/uploads\/2026\/07\/07-If-Referrals-Dry-Up-What_s-Left_-784x524.webp 784w, https:\/\/www.dreamhost.com\/blog\/wp-content\/uploads\/2026\/07\/07-If-Referrals-Dry-Up-What_s-Left_-1568x1048.webp 1568w, https:\/\/www.dreamhost.com\/blog\/wp-content\/uploads\/2026\/07\/07-If-Referrals-Dry-Up-What_s-Left_-877x586.webp 877w, https:\/\/www.dreamhost.com\/blog\/wp-content\/uploads\/2026\/07\/07-If-Referrals-Dry-Up-What_s-Left_-1754x1172.webp 1754w\" data-sizes=\"(max-width: 1836px) 100vw, 1836px\" src=\"data:image\/svg+xml;base64,PHN2ZyB3aWR0aD0iMSIgaGVpZ2h0PSIxIiB4bWxucz0iaHR0cDovL3d3dy53My5vcmcvMjAwMC9zdmciPjwvc3ZnPg==\" style=\"--smush-placeholder-width: 1836px; --smush-placeholder-aspect-ratio: 1836\/1227;\" \/><\/figure>\n\n\n\n<h2 id=\"h-build-the-sales-system-before-you-need-it\" class=\"wp-block-heading\">Build the Sales System Before You Need It<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">You don&#8217;t need a complicated CRM or a 40-page sales manual. You just need a clear, repeatable path for how someone moves from stranger to lead, from lead to prospect, and from prospect to client.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Start by looking at where your current clients actually came from, and then look at which sources produced the best work.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">From there, choose one or two channels to improve deliberately. If referrals are your strongest source, <a target=\"_blank\" href=\"https:\/\/www.dreamhost.com\/blog\/referral-program\/\">create a real referral process<\/a>. If content is your long-term play, <a target=\"_blank\" href=\"https:\/\/www.dreamhost.com\/blog\/content-marketing-funnel\/\">publish consistently<\/a> around the problems your best clients already ask about. If partnerships make sense, define who the right partners are, what they can refer, and how you&#8217;ll handle follow-ups.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">A sales pipeline doesn&#8217;t have to be complicated. It just has to exist \u2014 and be something you actually use. Start with the audit, pick one channel to test, and build from there. Most agencies that do this consistently find they stop waiting for the phone to ring.<\/p>\n\n\n\n\n<div class=\"article-cta-shared article-cta-small article-cta--product\">\n\t<div class=\"tr-img-wrap-outer jsLoading\"><img decoding=\"async\" class=\"js-img-lazy \" src=\"https:\/\/www.dreamhost.com\/blog\/wp-content\/themes\/blog2018\/assets\/img\/lazy-loading-transparent.webp\" data-srcset=\"https:\/\/www.dreamhost.com\/blog\/wp-content\/uploads\/2026\/03\/remixer-background-877x590.webp 1x, https:\/\/www.dreamhost.com\/blog\/wp-content\/uploads\/2026\/03\/remixer-background-1754x1179.webp 2x\"  alt=\"DreamHost Remixer AI website builder\" \/><\/div>\n\n\t<a href='https:\/\/www.dreamhost.com\/lp\/from-freelancer-to-agency\/' class='link-top' target='_blank' rel='noopener noreferrer'>\n\t\t<span>From Freelancer to Agency<\/span>\n\t\t<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 384 512\" width=\"15\"><path d=\"M342.6 233.4c12.5 12.5 12.5 32.8 0 45.3l-192 192c-12.5 12.5-32.8 12.5-45.3 0s-12.5-32.8 0-45.3L274.7 256 105.4 86.6c-12.5-12.5-12.5-32.8 0-45.3s32.8-12.5 45.3 0l192 192z\"\/><\/svg>\n\t<\/a>\n\n\t<div class=\"content-btm\">\n\t\t<h2 class=\"h2--md\">\n\t\t\tReady to Scale From Freelancer to Agency?\n\t\t<\/h2>\n\t\t<p class=\"p--md\">\n\t\t\tA free playbook for freelancers deciding whether to build a team: positioning, hiring, sales, finances, and the math to decide if scaling is right for you.\n\t\t<\/p>\n\n\t\t        <a\n            href=\"https:\/\/www.dreamhost.com\/lp\/from-freelancer-to-agency\/\"\n                        class=\"btn btn--white-outline btn--sm btn--round\"\n                                    target=\"_blank\"\n            rel=\"noopener noreferrer\"\n            >\n                            Get the Free eBook                    <\/a>\n\n\t<\/div>\n<\/div>","protected":false},"excerpt":{"rendered":"<p>Learn how to build a repeatable agency sales pipeline with referrals, outbound, inbound marketing, proposals, follow-up, and a documented sales playbook.<\/p>\n","protected":false},"author":1060,"featured_media":85598,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"_yoast_wpseo_opengraph-title":"Outgrow the Referral Trap: Build a Real Agency Sales Pipeline","_yoast_wpseo_opengraph-description":"Referrals feel great until they dry up. 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